EMEA Demand Management Executive

Title: EMEA Demand Management Executive
Department: Lead Management - MKTG
Location: Atlanta, GA
Reports To: Inside Sales Manager
FLSA Status: Exempt


JOB SUMMARY

Ariba, the leader in Spend Management Solutions, is hiring a talented Lead Generation / Inside Sales Representatives for their International Operations, supporting EMEA, primarily Northern Europe, to join their newly created, rapidly growing team. The job requires an understanding of business culture across Europe.
KEY DUTIES AND RESPONSIBILITIES
• Based in Europe or US
• Identify and qualify opportunities within your account territory
• Sell business applications solutions and related services to prospective and new mid market customers
• Manage and drive sales opportunities through strategic selling. Manage business relationships with clients
• Prospect, forecast, resource allocation and planning of new business deals
• Upsell and cross sell in customer base
• Advise customer on ROI using business drivers while presenting product sale
• Participate in the creation, presentation and sales of a complete value proposition via the telephone, internet, webinar and customer meetings
• Thoroughly qualify all leads and sales opportunities
• Present Ariba’s solutions in a compelling, positive and professional way
• Understand prospects’ buying criteria and general business needs
• Utilize of leading-edge CRM system, Salesforce.com, for sales opportunity distribution and reporting


DESIRED QUALIFICATIONS:
• Support UK and Nordic Territories. Understanding of different European Business cultures
• A background in inbound and outbound prospecting and closing new business
• Knowledge of the high-tech sales cycles, preferably in application software, web hosted products
• Selling experience to technology, enterprise or mid market accounts
• Experience building a pipeline and qualifying and identifying deals that you can close
• Results driven and able to achieve/exceed annual sales quotas
• Able to create leads from your own prospecting efforts, leveraging your contacts and existing accounts and partners
• Strong track record of high performance and achievement
• Positive and proactive approach to dynamic environment
• Ability to work both independently and in a team environment
• Ability to communicate with all levels of management
• Salesforce.com experience a plus
• Supplier management or supply chain experience a plus
• High level of enthusiasm, a strong work ethic, and highly self-motivated
• Training in Miller Heiman or other sales methodologies a plus
• Native/fluent English speaker; second European language a plus

Basic Minimum Qualifications

• 3 years experience in B2B telephone based Lead Generation or Inside Sales


Ariba, Inc. is an EEO/Affirmative Action employer and does not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, disability, veteran status, or any other protected category
Please apply online at:

http://ariba.recruitmax.com/ENG/candidates/default.cfm?szCategory=jobprofile&szOrderID=3208